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Creating a Cost-Efficient Marketing Machine with 3 Time CEO Jamie Shanks of Pipeline Signal

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Ryan is joined by Jamie Shanks, the founder and CEO of Pipeline Signals, a sales enablement platform. In his time, Jamie has trained over 250k sales and marketing people on social selling and he talks to Ryan about this as well as the unique ways he found to bootstrap his own business and build a marketing machine at a very low cost, delving deep into how to create a cost-efficient team and what it really takes to make it happen. He also gives his thoughts on the future of sales enablement tech in the next 3-5 years!


  • Bootstrapped founders living within their means that are scaling towards profitability this year
  • Pipeline identifies customers on the move, sales intelligence that is routed into a company's CRM to track engagement. They then allow sellers to turn these into leads.
  • Pipeline utilises teams offshore, to allow them to cut costs but still have high-quality talent. They see this as the future of growth and great operating leverage.
  • Anything that can be recreated easily, via a standard operating procedure is a perfect candidate for an offshore team to handle.
  • controlling their own destiny is one of the key focuses for Pipeline: where they have happy customers, provide great service and have great net retention so they create revenue.
  • Sales intelligence comes in a variety of contexts, from product usage to job changes.
  • Pipeline are finding data sets that the customer can’t find themselves, to give them unique prospects and opportunities.
  • Net-retention revenue is now the gold standard and the human experience in sales matters, slowly big tech is starting to take notice of this.


“It’s training an implementation as well as the automated process”

“Controlling our own destiny is most important”

“Social selling outperforms cold calling”

“Technology companies in the boom times didn’t have to look at their CEX process and their enablement process with great scrutiny as customers had the money”

“We’re investing heavily on the enablement side so that in the future of acquisitions companies will say I NEED to have people hand-holding our customers”

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE:

Ryan Staley

Founder and CEO

Whale Boss




How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

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